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  • Posted: May 24, 2022
    Deadline: Not specified
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    Oracle Corporation is an American multinational computer technology corporation, headquartered in Redwood City, California.
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    Oracle Consulting - Customer Engagement Manager (CEM)

    Main Responsibilities:

    The position's primary responsibility is to generate new business and new logos in the Technology Consulting Services Sub Saharan Africa region. The candidate will develop revenue-producing relationships with decision-making CxO level executives; drive the sales from initial prospect communication through contract execution working with business development & solution architecting teams, from an opportunity to contract signature.

    Responsibilities include:

    • Orchestrates and leads the execution of the account strategy, incorporating sales, services, marketing, product and support for other Oracle organizations
    • Work closely aligned with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network
    • Establish a robust governance model between Sales (Account Executives) & Services, with clearly articulated plans to develop the new additional pipeline for the business
    • Accountable for day to day activities of the Customer Base and Customer Success teams, on the account for customers in production
    • Provide oversight for sales handover to delivery customers while in the initial deployment phase
    • Coordinate all customer-facing functions outside of ticket generated support requests and direct implementation activity. This will include Executive Sponsor Engagement, regular visits or calls and any sales related communication for Consulting
    • Complete the long-term business strategy plan
    • Find opportunities alongside XLoB teams and then facilitate the journey from a pipeline to delivery and attachment to pivotal initiatives such as Evolve services
    • Develop long term C-level relationships; create and lead a robust joint governance model; act as the primary point of contact for sales engagement
    • Lead integrated account planning and ensure Oracle's footprint is expanded with the involvement of all relevant business areas and partners
    • Proactively identify customer problems and direct the customer towards self-sufficient Oracle solutions
    • Drive Product and Services adoption and protect Services revenue
    • Provide leadership around Value Management and Realization exercise outcomes, enabling connection of the Value Realization
    • Quality Assurance of Proposals, sales material and services contract and amendments before the final release
    • Prospecting, identifying and closing new business and new logos
    • Generate new revenue from logos won
    • Attaining sales/revenue goals for the consulting sales team – (including Evolve – Life cycle Managed services)
    • Contributing and consuming sales, delivery and contracting IP
    • Coordinating with Matrix domain and Industry team to assign the best possible teams from engagement to delivery
    • Working with the MEA unified approach to achieving the organization’s goals in the account
    • Demonstrated ability and maturity to sell and establish relationships with C-Level executives
    • Ensuring a high level of customer satisfaction
    • Ability to work with XLob team members and foster a trust relationship with Applications and Technology sales teams as well as Apps Consulting, ACS , LIFT , Pharos and GSC
    • Contributing to accurate forecasting and sales CRM data quality throughout the sales cycle

    Key Objectives:

    • Strategic focus on our highest Cloud revenue accounts
    • Account planning to support OC and our Customers' objectives
    • Management of feature adoption blueprint, to support up-sell / expand opportunities
    • Collaboration and innovation in the creation of IP
    • Improved Executive and individual contributor alignment
    • Active contribution in achieving set quarterly and annual bookings targets for Cloud, (PaaS and IaaS) including critical initiatives such as Evolve, SOAR and Technology Improve

    Experience Guidance:

    • 10 Years of Industry experience (predominantly in Account Management/customer-facing roles) in Kenya and Sub-Saharan Africa.
    • Experience in hunting new logos/ account management/customer-facing roles for large global outsourcing companies.
    • Experience in farming/harvesting in existing accounts
    • Extensive business experience in Sales and Consulting with sophisticated business IT solutions
    • Deep industry/domain expertise
    • Proven experience in comprehensive account management, leading account and delivery teams
    • Experience with long term planning of resources, technology and accounts
    • Ability to lead/prioritize multiple customer demands balancing customer satisfaction with revenue and profitability targets
    • Willingness to operate and assist at any level when required
    • Leadership abilities to empower and lead a matrixed team of individuals at multiple levels within an organization
    • Exceptional communication skills
    • Good understanding of contracting and privacy laws
    • General knowledge of software license contracts and delivery of associated services
    • Experience in complex negotiations
    • Extensive knowledge of the global professional services delivery model. Including services contracting and risk management processes
    • 10 Years plus strong Oracle Cloud IaaS and PaaS and e-Business Suite product knowledge, project management, product architecture and implementation experience
    • A strong record of sales success and exceeding targets is preferred.
    • Excellent communication skills - both written and verbal.
    • Excellent Team player
    • Ability to operate in an undefined environment
    • The CEM is a field role, and the candidate is expected to spend a significant portion of their time meeting with clients face to face across Sub Saharan locations
    • The candidate will be required to do forecasting, prepare bids, negotiate, and lead the sale cycle.
    • BE, BS or BA in related fields. A Master of Business Administration (MBA) Degree is highly preferred.

    Highly Desirable Skills:

    • Oracle product implementation experience (Understanding of project and delivery lifecycle)
    • Oracle Consulting Bid and contracting experience
    • Oracle product certifications and architecture knowledge
    • Proven deal closure and contracting skills

    Method of Application

    Interested and qualified? Go to Oracle on oracle.taleo.net to apply

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